Channel Account Manager

Location

Germany

Full time

Sales

Get to Know Us

Horizon
3.ai is a fast‑growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production‑safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. Node Zero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises.

It is used by IT Ops/Sec Ops teams, consulting pentesters, and MSSPs and MSPs.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We’re committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, “checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn‑it‑alls, committed to a culture of respect, collaboration, ownership, and results.

As a remote first company, we require minimum 25 Mbps consumer‑grade broadband connection.

What You’ll Do

The Channel Account Manager (CAM), Central, will play a pivotal role in establishing and nurturing relationships with key security resale and MSSP partners to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives and cross‑functional teams to execute channel sales strategies effectively. The CAM will drive partner‑generated sales leads by strategically collaborating with partners to identify and pursue high‑value opportunities.

They will cultivate and manage robust partner relationships, ensuring Horizon
3.ai remains a trusted and preferred cybersecurity solutions provider. By leveraging a proven track record in channel sales, the CAM will uphold H3’s reputation as a results‑oriented leader, aligning efforts with the company’s strategic objectives.

• Resale & MSSP Partner Recruitment Proactively identify and recruit high‑potential security resale and MSSP partners to ensure optimal regional coverage, capability, and capacity.
• Partner Onboarding & Enablement Streamline the onboarding process for new security resale and MSSP partners, implementing robust enablement strategies to drive rapid adoption and sales productivity.
• Partner Relationship Development & Strategy Execution
  • Partner with Account Executives in the region to strategically identify and foster robust relationships with key Partner and MSSP accounts, driving mutual growth and alignment.
  • Proactively maintain and strengthen existing partner relationships to position Horizon
    3.ai as the preferred, top‑of‑mind partner for cybersecurity solutions.
  • Collaborate closely with AEs to implement targeted channel sales strategies that align seamlessly with Horizon
    3.ai’s overarching business objectives.
  • Systematically identify and map accounts actively engaged by partners to optimize sales opportunities and enhance pipeline development.
  • Plan and execute regional partner events to foster relationships and drive business growth.
  • Develop comprehensive business plans for each region to achieve sales targets and objectives.
  • Oversee the management of partner marketing funds to drive joint marketing efforts effectively.
• Lead Generation, Pipeline Management and Conversion
  • Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
  • Leverage leads generated by H3 Sales Development Representatives to build momentum and facilitate collaboration within the channel.
  • Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
• Executive Engagement Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
• Competitor Monitoring Keep a vigilant eye on competitor activity within the channel and report…